Chapter 11: Basic Concepts in Product Planning
Joel R. Evans & Barry Berman Marketing, 10e: Marketing in the 21st Century
Copyright Atomic Dog Publishing, 2007
Chapter Objectives
To define product planning and differentiate among tangible, augmented, and generic products To examine the various types of products, product mixes, and product management organization forms from which a firm may select To discuss product positioning and its usefulness for marketers To study branding and packaging, and their roles in product planning To look at the global dimensions of product planning
Copyright Atomic Dog Publishing, 2007
Product Planning: Devising and Managing Products That Satisfy
Product planning is systematic decision making relating to all aspects of the development and management of a firms products, including branding and packaging. Each product consists of a bundle of attributes, which are features, functions, benefits, and uses.
Each product is capable of exchange or use, and is usually a mix of tangible and intangible forms.
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A Tangible Product
A tangible product is a basic physical entity, service, or idea. It has precise specifications and is offered under a given description or model number. It denotes color, style, size, weight, durability, quality, and price features.
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An Augmented Product
An augmented product includes tangible elements of a product, as well as clusters of image and service features.
For example, a political candidate may possess appeal or charisma. The concepts of image, status, prestige, and value-added qualities are conveyed.
Copyright Atomic Dog Publishing, 2007
Generic Products: A Customer Perspective
A generic product centers on what the product means to the customer, not the seller. Cosmetics sells hope. Computers represent solutions. Pharmaceuticals represent cures. Firms must discover what each product means to the consumer before product planning.
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Applying the Generic Product Concept
A. Company-Oriented View of Product Planning B. Consumer-Oriented View of Product Planning
1. Starts with Company 2. Company Describes What a Product Represents
3. Company Develops a Product Based on Its Definition 4. Decreased Likelihood of Satisfying Customers
1. Starts with Customer 2. Consumer Describes What a Product Represents
3. Company Develops a Product Based on Consumer Definition 4. Increased Likelihood of Satisfying Customers 5. Long-Term Competitive Edge in the Marketplace
5. Long-Term Misreading of the Marketplace
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Types of Consumer Products
Convenience Goods: Consumer has knowledge and purchases with a minimum of effort.
Shopping Goods: Consumer has little prior knowledge about product attributes, prices, or alternatives and spends time acquiring information. Specialty Goods: These are particular brands, stores, and persons to which consumer are loyal. Substitutes are not acceptable.
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Types of Industrial Products
They are goods and services purchased for use in producing other goods and services. Installations and accessory equipment are capital goods, but are not part of final product. Raw materials, component materials, and fabricated parts are used up in production and become part of final product. Industrial supplies and services are classified as maintenance and repair, and business advisory.
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Variety and Assortment of Products
An item is a specific model. A line has related items. A mix comprises all of the firms offerings. Width refers to all of the firms lines. Depth refers to the number of items within each product line.
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The consistency of a product mix is based on the relationship among product lines, such as: sharing common end-uses, distribution outlets, consumer groups, and price ranges.
Product Mix Alternatives
Width of Product Mix Narrow Shallow Depth of Product Mix Few models in one or a few product lines Wide Few models in each of several different product lines
Deep
Many models in one or a few product lines
Many models in each of several different product lines
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Product Management Organizational Structures
Marketing Manager System One executive oversees a wide range of marketing functions. Product manager systemMiddle managers are responsible for planning, coordinating, and monitoring a single product or a small group of products. Product Planning CommitteeIt is staffed part-time by high-level executives from various functional areas. New-Product Manager SystemProduct managers supervise existing products and new-product managers develop new ones. Venture TeamIt is an independent department with a broad range of specialists who are involved with developing a specific new product.
Copyright Atomic Dog Publishing, 2007
The Role of Product Positioning
Product positioning maps out consumer perceptions of product attributes.
Ideal points show the most preferred attributes. Firms need to study both competitive positioning and company positioning. Firms must constantly monitor the environment to determine change and customer perceptions.
Copyright Atomic Dog Publishing, 2007
Ideal Product Positions of Ice Cream
I1 super premium. Creamiest, richest ice cream (butterfat content of 15 to 18 percent) with the highest price. I2 regular. Creamy rich ice cream (butterfat content of 10 to 12 percent) with average to slightly above average price. I3 economy. An average ice cream (butterfat content of 10 percent) at a below-average price. Private label brands. I4 super premium, reduced or low fat. A flavorful ice cream with a high price for moderately health-conscious consumers. (butterfat content 5 to 10 percent.) I5 regular, reduced or low fat. Good-quality for healthconscious consumers (butterfat content of less than 8 percent). I6 economy, reduced or low fat. Average ice cream for health-conscious consumers, (butterfat 4 to 8 percent), below average price.
Copyright Atomic Dog Publishing, 2007
Product Positioning of Ice Cream
Super premium, reduced/low fat Regular Super premium
High
I4
Regular, reduced/low fat
I1 I2
I5
PRICE
Economy, reduced/low fat
Economy
I3
Low
I6
Low RICHNESS (BUTTERFAT CONTENT) High
Copyright Atomic Dog Publishing, 2007
Branding Terms
Brand a name, term, design, symbol, or other feature that identifies a sellers goods and services. Brand Name a word, letter (number), group of words, or letters (numbers) that can be spoken. Brand Mark a symbol, design, or distinctive coloring or lettering that cannot be spoken. Trade Character a brand mark that is personified. Trademark a brand name, brand mark, or trade character or combination thereof that is given legal protection.
Copyright Atomic Dog Publishing, 2007
Branding Decisions
1. Selection of corporate symbols
2. Creation of a banding philosophy Regular Reappraisal 3. Selection of brand names
4. Decision on whether or not to seek trademark protection
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Mixed-Brand Strategy
This is a cooperative strategy among channel members to gain market share and improve sales.
Manufacturers and distributors negotiate agreements with retailers re: co-op advertising; P.O.S. signing, square footage, inventory control, sales training, gift w/ purchase, purchase w/purchase, etc.
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Battle of the Brands
Occurs when:
Highly competitive behavior is evident, particularly in the food industry. Dominating brands often control entire markets. Some groceries demand slotting fees to gain access to their store shelves. There is a battle for end-aisle space.
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The Consumers Brand Decision Process
Insistence
Preference
Nonrecognition
Recognition
Dislike
Aversion
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Packaging Functions
Containment and Protection
New-Product Planning
Usage
Basic Packaging Functions
Channel Cooperation
Communication
Segmentation
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The Universal Product Code
The UPC (version A) has 12 digits. In this example, the UPC code is for Nestl Quik chocolate mix:
Nestl code = 028000 Nestl Quik code = 24210 Check digit = 7
Copyright Atomic Dog Publishing, 2007
Chapter Summary
This chapter defines product planning and differentiates among tangible, augmented, and generic products. It examines the various types of products, product mixes, and product management organization forms from which a firm may select. It highlights the importance of product positioning. It presents branding and packaging, and their roles in product planning. It looks at the global aspects of product planning.
Copyright Atomic Dog Publishing, 2007
